Your objective in a transactional sale is to sell your product or service: “This is what I have, do you want it?” There’s nothing wrong with that, especially if you make the sale!

But if more business and a long-term relationship with clients is what you’re after, you need to think about selling solutions. Selling project solutions is a different objective, which requires a different approach: “What do you need? I’ll provide it for you.”

A relationship sale is based on your…

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Even in a sluggish economy, staffing and recruiting professionals need high-quality staffing resources. Believe it or not, there are many industries that are having trouble finding good people.  For these industries, staffing agencies are a great resource to help them find, filter and fill their open positions…

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Whether you’re calling a new prospect or an old customer, don’t make the mistake of asking the same old questions. The first (and worst!) that most people think to ask is “Are you hiring?” What if they say no? Then you’ve just effectively ended the conversation before it’s had a chance to start.

If you ask the same questions, you’ll get the same answers, and these answers won’t get you anywhere. When you’re making sales calls, adjust your mindset. Instead of seeking out orders, try to…

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It’s hard to believe that in this world of high unemployment rates, there are actually many companies having trouble filling certain positions. This might also be a good list for job seekers who are willing to consider re-training as a path to their next job. For example, here are the ten of the most difficult jobs to fill based on a Manpower survey of 40,000 employers in 39… Continue

What are some of the key features every applicant tracking software (ATS)should have?

I get asked that question a lot at conferences and other events where I promote recruiting software. Here are my standard talking points.

Applicant tracking software should….

1. Efficiently Track Applicants. It sounds obvious, I know, but software programmers can be like automobile…

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When it comes to the social media platform that best complements staffing software, Facebook either wins or ties with LinkedIn. But Google+ promises to give them both a run for their money.

Google+, to be sure, has some serious work to do. Facebook has around 700 million users and LinkedIn has around 120 million. Both companies are mobile-savvy and respond quickly to the needs of their users. Both also have a lot of top-notch minds working for them and…

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Unfortunately, just as the economy was showing signs of improving, a number of factors are causing it to weaken again. Rising food and oil prices, supply chain disruptions due to the Japanese nuclear disaster and a still-horrendous housing market are all to blame. How will it impact your business? Mostly by affecting consumers.

As oil prices have climbed more than 20% this year, high gas prices are slowing the momentum of the recent economic improvements. Gas and food inflation are…

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Within 2 weeks of its launch, Google+ had more than 5 million users, according to a recent article in PC World, and was the hot topic for days on technology blogs, business sites, and Facebook and Twitter feeds. That’s nowhere near the 200 million members of Twitter or 750 million of Facebook, but give it time. Like its social networking cousins, Google+ has the potential to affect business, but what effect will Google+ have on the recruiting world?

We already know the benefits…

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The Bureau of Labor Statistics recently released its data for the month of July and the numbers were as flat as everybody expected. Oh, there was some giddiness in the press, but I read that as more a response to the poor economic (and governmental) news of late than as an honest assessment of the employment situation. Because, in fact, the employment situation has not really… Continue

A less than perfect economy (especially after a 15% US stock market decline in just 2 weeks !!) affects every type of business including recruiting.  Yet in every down economy there are always a number of companies in every industry who find a way to thrive.  With this in mind, I spent some time recently researching all the creative ways recruiters were finding,… Continue

It’s that time of the year again! College grads are hitting the workforce, and their prospects look better than the rest of the population’s.

According to a recent…

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